value in jobs is probably the most rewarding >>things I've ever been involved >>in And I bring that energy to the queue because the cube is where all the ideas are and where the experts are, where the people are And I think what's most exciting about the cube is that we get to talk to people who are making things happen, entrepreneurs ceo of companies, venture capitalists, people who are really on a day in and day out basis, building great companies and the technology business is just not a lot of real time live tv coverage and and the cube is a non linear tv operation. We do everything that the T. V guys on cable don't do. We do longer interviews. We asked tougher questions. We >>ask sometimes some light questions. We talked about the person and what >>they feel about it's not prompted and scripted. It's a conversation authentic and for shows that have the cube coverage and makes the show buzz that creates excitement. More importantly, it creates great content, great digital assets that can be shared instantaneously to the world. Over 31 million people have viewed the cube and that is the result of great content, great conversations and I'm so proud to be part of a Q with great team. Hi, I'm john barrier, Thanks for watching the cube boy. >>Okay, welcome back everyone cube coverage of AWS amazon web services public sector summit in person here in Washington D. C. I'm john Kerry host of the cube with Sandy carter and Lynn martin Vm ware Vice president of government education and healthcare. Great to see you both cube alumni's although she's been on since 2014 your first time in 2018 18 2018. Great to see you. Great to see you. Thanks for coming on. Yeah, thanks for having us. So VM ware and 80 of us have a huge partnership. We've covered that announcement when Andy and Pat nelson was the Ceo. Then a lots happened, a lot of growth. A lot of success. Congratulations. Thank you. What's the big news with AWS this year in >>public sector. So we just received our authorization to operate for Fed ramp high. Um and we actually have a lot of joint roadmap planning. You are kicking off our job today with the Department of Defense and I. L five for the defense customers is also in process. So um a lot of fruits of a long time of labor. So very excited, >>awesome. So explain what does the Fed ramp authority to operate mean? What is >>that all about? So I would say in a nutshell, it's really putting a commercial offering through the security protocols to support the federal government needs. Um and there's different layers of that depending on the end user customers. So Fed ramp i across this, across all the civilian and non classified workloads in the federal government. Um probably applicability for state, local government as well with the new state Gramp focus. Um Fed ramp. I will meet or exceed that. So it will be applicable across the other parts of the government as well and all operated, you know, in a controlled environment jointly. So you get the VM ware software stack on top of the platform from A W. S and all the services that is more VM >>ware, faster deployed usage, faster acceleration. >>Yeah, so I would say um today the government operates on VM ware across all of the government, state, local and federal, um some workloads are still on prem many and this will really accelerate that transformation journey to the cloud and be able to move workloads quicker onto the BMC on AWS platform without free architect in your >>application, without giving away any kind of VM World Secret because that's next week. What is the value proposition of VM ware cloud, on AWS? What is the, what is the, what is the main value proposition you guys see in the public >>sector? So I see three and then Sandy chime in their two, I would say, you know, the costs in general to operate In the Cloud vs on prem or significant savings, we've seen savings over 300% on some customers. Um the speed on the application movement I think is a >>huge >>unique benefit on BMC on AWS. So traditionally to move to native cloud, you have to really do a lot of application were to be able to move those workloads where on BMC on AWS to move them pretty fast. And it also leverages the investments that the government agencies have already made in their operational tools and things of that nature. So it's not like a full reinvestment for something new but really leveraging both the skill sets in the data center in the I. T. Shops and the tools and investments you've bought over the past. And then the third area I would say is really getting the agility and flexibility and speed of a cloud experience. >>What's your, what's your reaction to the partnership? >>You know, we were just talking uh in a survey to our customers and 67% of them said that the velocity of the migration really matters to them. And one of the things that we do really well together is migrate very quickly, so we have workloads that we've migrated that have taken you know weeks months uh as opposed to years as they go over, which is really powerful. And then also tomorrow VM ware is with us in a session on data led migration. We were talking about data earlier and VM ware cloud on Aws also helps to migrate over like sequel server, database oracle databases so that we can also leverage that data now on the cloud to make better decisions and >>real time decisions as >>well. It's been really interesting to watch the partnership and watching VM ware transform as well, not only the migrations are in play with the public sector, there's a lot of them, believe me, healthcare, you name every area. It's all, all those old systems are out there. You know, I'm talking about out there. But now with microservices and containers, you've got tansy and you got the whole cloud, native VM ware stack emerging that's going to allow customers to re factor This is a dynamic that is kind of under reported >>Migration is one thing. But I think, I think that the whole Tan Xue portfolio is one of the most interesting things going on in VM ware. And we also have some integration going on on D. M. C on AWS with tan to we don't have that pentagram. Yeah. For the government market, but it's on the road mapping plans and we have other customers And I would say, you know, some of my non federal government customers were able to move workloads in hours, not even days or weeks. There you go, literally back and forth. And very impressive on the BMC on AWS platform. So, um, as we expand things in with the Tan Xue platform is, you know, Sandy talked about this yesterday and our partners summit, Everyone's talking about containers and things like that. VM ware is doing a lot of investment around the cooper Netease plus the application migration work and things of that nature. >>I'd love to get you guys reaction to this comment because I've seen a lot of change. Obviously we're all seeing it. I've actually interviewed a bunch of aWS and VM ware customers and I would call um some of the categories skeptics the old school cloud holding the line. And then when the pandemic hit those skeptics flip over because they see the value. In fact I actually interviewed a skeptic who became an award winner who went on the record and said I love hey w I love the cloud. I was a skeptic because you saw the value the time to value. This is really a key dynamic. I know it's kind of thrown out a lot of digital transformation or I. T. Modernization but the agility and that kind of speed. It becomes the number one thing. What's your reaction to the skeptics converting? And then what happens >>next? Um So I think there's still a lot of folks in I. T. That our tree huggers or I call him several huggers uh um pick your term. And I think that um there is some concern about what their role will be. So I think one of the differences delivering cloud services to your internal constituents is really understand the business value of the applications and what that delivers from a mission perspective back to your client. And that's a shift for data center owners to really start thinking more from the customer mission perspective than or my servers running you know, do you have enough storage capacity blah blah blah. So I think that creates that skepticism and part of that's around what's my role going to be. So in the cloud transformation of a customer, there's all this old people part that becomes really the catalyst and I think the customers that have been very sad and really leverage that and then retool the business value back to the end users around the mission have done the best job. >>I mean we talk about this all the time, it's really hard to get the best debris partners together and then make it all work cloud, it becomes easier than doing it very bespoke or waterfall way >>Yeah, I have to say with the announcement yesterday, we're going to have a lot more partner with partners. So you and I have talked about this a few times where we bring partners together to work with each other. In fact, Lynn is going to go meet with one of those partners right after the interview um that want to really focus in on a couple of particular areas to really drive this and I think, you know, part of the, you know, as your re factoring or migrating VMro over the other big benefit is skills, people have really strong, these fear skills, the sand skills, >>operation >>operation tools Yeah. And so they want to preserve those, I think that's part of the beauty of doing VM ware cloud on Aws is you get to take those skills with you into the new world as well, >>you know, I was going to just ask the next question ai ops or day two operations, a big buzzword Yeah and that is essentially operation mindset, that devoPS DEVOps two is coming. Emily Freeman gave a keynote with our last event we had with with amazon public showcase revolution and devops devoPS 2.0 is coming which is now faster, security is built in the front end, so all these things are happening so now it's coming into the public sector with the GovCloud. So I have to ask you Lynn what are some of the big successes you've had with on the gulf cloudy, just Govcloud. >>So I would say we've had a lot of customers across the state local side especially um that weren't waiting for fed ramp and those customers were able to move like I mentioned this earlier and you guys just touched on it. So I think the benefit and the benefit, one of our best customers is Emmett Right? Absolutely mitt, God bless them. They've been on every cloud journey with VM ware since 2014 we moved in my three years now and talk about a skeptic. So although Mark is very revolutionary and tries new things, he was like oh who knows and literally when we moved those workloads it was minutes and the I. T shop day one there was no transformation work for them, it was literally using all the tools and things in that environment. So the progress of that and the growth of the applications that have been able to move their things. That took 2 to 3 years before we're all done within six months and really being able to expand those business values back out for the services that he delivers to the customers. So I think you'll see quite a bit across state, local federal government. You know, we have U. S. Marshals, thank them very much. They were our sponsor that we've been working with the last few years. We have a defense customer working with us around aisle five. >>Um you know, if we could also thank Coal Fire because Cold Fire is one of our joint partners talking about partner partners and they were played a critical role in helping BM We're cloud on AWS and get the fed ramp high certifications. >>They were R three p. O. We hired them for their exercise expertise with AWS as well as helping the BMR. >>Well the partnership with the war has been a really big success. Remember the naysayers when that was announced? Um it really has worked out well for you guys. Um I do want to ask you one more thing and we don't mind. Um One of the biggest challenges that you see the blockers or challenges from agencies moving to the cloud cover cloud because you know, people are always trying to get those blockers out of the way but it's an organizational culture is a process technology. What's your what's your take on that land. Um >>I think a lot does have to do with the people and the organizational history. I think somewhere you need a leader and a champion that really wants to change for good. I call Pat, used to call a tech for good. I love that. Right to really, you know, get things moving for the customers. I mean one of the things I'm most proud about supporting the government business in general though is really the focus on the mission is unparalleled, you know, in the sectors we support, you say, education or government or healthcare. Right? All three of those sectors, there's never any doubt on what that focuses. So I think the positives of it are like, how do you get into that change around that? And that could be systems, there's less what's VMC ON AWS as we mentioned, because the tools already in the environment so they know how to use it. But I do think there's a transformation on the data center teams and really becoming moving from technology to the business aspects a little bit more around the missions and things of that. >>What's interesting is that it's so, I mean, I actually love this environment even though it's kind of hard on everyone. Education and health care have been disrupted unprecedented ways and it's never gonna change back? Remember healthcare, hip data silos, silos, education don't spend on it. >>That education was the most remarkable part. Unbelievable. I started working in february before school started with one of the large cities everyone can guess and just the way they were able to pivot so fast was amazing and I don't think anybody, I think we did like five years of transformation in six months and it's never going to go back. >>I completely a great yes education. We just did a piece of work with CTS around the world and education is one of the most disrupted as you said health care and then the third one is government and all three of those are public sector. So the three most disruptive sectors or mission areas are in public sector which has created a lot of opportunity for us and our partnership to add value. I mean that's what we're all about right customer obsession working backwards from the customer and making sure that our partnership continues to add value to those customers >>while we love the tech action on the cube. Obviously we'd like to document and pontificate and talk about it. Digital revolution. Every application now is in play globally. Not just for I. T. But for society, public sector more than ever is the hottest area on the planet. >>Absolutely. And I would say that now our customers are looking at E. S. G. Environmental, they want to know what you're doing on sustainability. They want to know what you're doing for society. We just had a bid that came in and they wanted to understand our diversity plan and then open governance. They're looking for that openness. They're not just artificial intelligence but looking at explainable AI as well. So I think that we have a chance to impact environment societies and governance >>and you mentioned space earlier. Another way I talked with closure. I mean I'm an interview today too, but what's happening with space and what you can monitor disasters, understand how to deploy resources to areas that might have challenges, earthquakes or fires or other things. All new things are happening. >>Absolutely. And all that data people like to say, why are you spending money on space? There's so many problems here, but that data that comes from space is going to impact us here on earth. And so all the things that we're doing, all that data could be used with VM ware cloud on AWS as well. >>Well, you watch closely we got some space coverage coming. I got a big scoop. I'm gonna release soon about something behind the dark side of the moon on in terms of space sovereignty coming a lot of action, cybersecurity in space. That's really heavy right now. But >>aren't you glad that VMC cloud on AWS isn't hidden on the dark side of the moon. It's >>right on the congratulations. Thanks for coming on. You guys are doing great. Thanks for >>thanks for sharing. Congratulations. >>Okay, cube coverage here continues. AWS public sector summit in Washington D. C live for two days of coverage be right back. Thank you. Mhm. Mhm mm mm hmm.

>>from around the globe. It's the Cube with digital coverage of AWS reinvent 2020 Special coverage sponsored by AWS Worldwide Public sector Welcome back to the cubes. Virtual coverage of eight of us Reinvent 2020 Virtual. This is the Cube virtual. I'm your host, John Ferrier. We are the Cube virtual. This year not only were in person but because of the pandemic. We're doing the remote interviews, doing the live coverage over the past couple weeks. We'll be covering it in depth. My next guest is Lynn Martin, vice president of government education. Health care for VM Ware Public Sector Thank you for coming on the Q. As part of the public sector day. Thanks for coming on. >>Thanks, John. It's my pleasure to be with you to that >>great to see last time you're on the Cube. We were in person and D. C is part of the Public Sector Summit, which is the reinvent for public sector is what I call it Theresa's big event. Teresa Carlson, who runs a U. S public sector. You guys a friend. You've been working together the partnership between VM where AWS has been so strong going back to 2016. I'll never forget. When I interviewed Pat and Andy, A lot of skeptics were like VM Ware E W s turned out to be great. Move at many levels. You're in the field for VM Ware driving the business. What's up? What's the update? >>So a couple exciting things. The partnership has been going great. Ah, lot of transformation work and co innovation between the two companies from the engineering side. And, as you mentioned, great a t the Pat Andy level on Ben. When you take it down to the field, support our government education, healthcare, customers. Great partnership with Theresa and her team. They've done a fabulous job, really, being at the forefront of the cloud transformation across those markets and our partnership together. No, it's pretty exciting. We have a lot of new product announced. It's coming out around our government. Go to market means jointly. So it's been a busy time with co vid and a lot of opportunity for both companies to really market differentiators for some of the challenges that are unique customers face >>when I want to ask you a little bit more on that piece because I know it's been interesting with the pandemic. You guys have had a nice overlay with 80. Invest with Teresa's organization obviously from it from a customer standpoint, Nice fit. Okay. Also, with the pandemic, we're seeing customers certainly doing more modern development. That's a big theme of reinvent also for VM World a few months ago as well. But the operator side of the I t piece is gonna be completely changed. I've been doing some reporting and stories around how not just the modern app site, but the I T portion operating these environments. It's hard in pant with the pandemic, so you start to see that operator meets software meets Cloud kind of world. Can you give your perspective of how that's impacted with the pandemic? Because it seems to have accelerated both i t operations in public sector and modern development of new APS and new surge. So, uh, interesting thoughts. I'd love to get your perspective. >>Yes. So I would say that when you kind of look back at the beginning of 2020 I don't think any of us envisioned quite what we were gonna be facing and what our customers, particularly in public and health care you know have faced. So we have customers jointly that are on the forefront of either providing civil services, national security, education to the students or commercial health care first responders right on the front line around patient care. And what I would say, the observation we had really early on in March was the acceleration of the digital transformation across all of those sectors. So lots of discussions have been taking place, and there were a lot of projects in place that would take a couple of years to probably implement. And I think what occurred with Covic is you really have to accelerate how you were gonna provide those civil services or patient care or education and parts of that digital transformation. I think we're taking for granted. So if you think of, like virtual desktop technology in the education space or, you know, SD when and network capability be of the cloud force for health care providers and things of that nature. So I think the portion played a bigger part in the country, responded to cove it in ensuring that we could do the things we needed to do virtually and quickly and out enabled, you know, speed to market and then infrastructure from companies like VM Ware teamed with an Amazon. We allow the acceleration for that journey. >>You know, the old expression. Necessity is the mother of all invention. Um, education and healthcare in particular really were impacted. They had a pressure points t do differently, things faster e education. We know what's going on there and health care with the pandemic. How how are you managing through this? Because, you know, you had a lot of business in flight prior before the pandemic. Now during and you've got maybe some visibility toe what growth looks like Post pandemic. You still got demand. So how are you managing it with from your perspective, your team? What's it like? How how are you as a leader dealing with this? But it's not like it's slowing down for you. It's increasing in >>demand. Yes, so are our segment was kind of on the forefront within bm where globally, um, we started working with different state, local governments and the federal government ahead of the close downs. You know, in one of the major large metropolitan cities, there were over a billion students that had to be able to be educated virtually and there were challenges around network capability, device capability, all kinds of things. So we've had a lot, a lot of activity and as a company. But you know, my segment, how to really work with corporate to kind of bend, how we do business business process rules as well, to be able to respond quickly and to be agile for our clients and provide different ways to support the needs of those customers. So then they could provide the kind of civil services that the country, you know, counts on them to dio. So I think from the internal perspective, in customer facing, we were able to flex, flex and move very quickly and then internally, within the organization as well. I would say, You know, February to June was almost a blur, were busy on weekend calls and things like that, dealing with all different kinds of situations and the organization as a whole. We were ableto flex and work remotely very quickly. I mean, we just used our own technology and literally upon the shutdown. The only difference is where you were working from, but all the tools, infrastructure and things we had were already in place. So anything from there and then as a leader, the third element, all out is kind of the human element. I think it's it's all an opportunity to connect our teams a little bit. Mawr. You know, you have to put more effort virtually more, all hands because more one on ones and kind of also adapt toe how they're dealing with the different personal things of educating their own Children and their family or caring with elders different types of situations as well. >>It's not business as usual, certainly, but it's, you know, challenging great leadership insight there. Thank you for sharing that. I wanna get back to the cloud impact I did. An interview is part of Amazon's Public Sector Awards program a few months ago or in late spring. Roughly, Um, there was a use case with the center and the Canada government, and the guy was kind of, uh, didn't wanna take sidewall Amazon. I'm not gonna be a spokesperson for Amazon. He ended up when the pandemic hit. He was so big fan of AWS and Cloud connectors example because he was skeptical, but he saw the benefit to speed can you give some examples of customers that you're working with that were getting immediate benefits from cloud in the pandemic. That literally made a big difference in what they did because you're seeing people highlight on, okay, just transmission. But people want to see examples. Can you share some examples where this is where cloud helped? It made a huge difference. And that's an example of what we're talking about here. >>Yes. So I would say, um, um example would be at M. D. Anderson Cancer Institute. Um, they had a need to really expand the connectivity off the facility to segregate patient care and ensure that patients that already, you know, had health issues were segregated from any other co vid patients. And very quickly we saw them scale and extend their data center in record time. I mean, things that traditionally would have taken years were done in months, you know, major accomplishments. In 30 days, a zai mentioned, you know, one of our large cities in the country had to really struggle with off 1.2 billion students in K through 12, many of which count on the school systems for, you know, their meals and things and how you deliver your virtual desktops in that environment. VMC on AWS for horizon is a great example that we saw across many state and local you know, entities in how they transform their education to those clients. Uh, and then the federal government. There's many examples, uh, you know, across some of the larger agencies as well, with BMC on AWS for both horizon and infrastructure as well. As you know, sometimes it wasn't one solution. They might have went a W s native for part vmc on AWS for part. And the combination of that really allows companies to come together in part to get things done very, very quickly. It's >>a great example of the VM Ware cloud on AWS success story. I think what's interesting and how I see you guys really doing well with Amazon. It will get to the partnership in a second. But I wanna call this out because you mentioned that earlier devices the network these air not usually associate with cloud usually clouds. You burst of the cloud clouds. Awesome. All these utility higher level services, Dev Ops Cloud native All goodness, But when you get down to what's going on the pandemic. It's the devices you're using. The desktops. It's the network working at home. How as much as that affected your team and your customers, Can you unpack that a little bit more? >>Yes. So what I would say on that is really when you look atyou out, you know the VMC on AWS offerings and you take it down to an example like the horizon platform horizon allows you with the V m c A W s power behind it to really present your virtual desktop on any device anywhere. And that allowed the education entities to be able to provide those curriculums to the students very quickly and, you know, not really have a big, disconnected downtime on how that was done. So I think you know, you're kind of taking cloud classic infrastructure that you reference and then layering in those unique use cases with the VMC on AWS offerings that then could be applied or telehealth. So you know, lots of examples across the health care industry with telehealth and deploying actually patient care via the M R solutions on BMC on aws is well, so it z really taking core. I t infrastructure layering on a software platform that then allows you to provide all those use cases, whether it be an NYPD or fire departments across the country or education entities or commercial patient care things of that nature as a second layer on top of that cloud infrastructure that you think of normally. >>Well, then I want to congratulate you and the team at VM. Where you guys doing? A great job. Like Teresa Carlson. You guys have a really good focus. Uh, you have a great understanding of how the public sector and commercial dynamics working with cybersecurity, going on all across there. And I just you guys there in space with them. You're doing stuff on the land and the ground station all across the public sector, and and they need faster solutions in the cloud. So congratulations. So I have to ask you, since we're here at reinvent, how is the relationship going? Um, where do you see it evolving? I'll see. We talked about the pressure of education, health care and other areas. I mean, case is gonna be re hall. That's gonna be a complete reinvention. Um, so a lot going on. What's supposed to give us the update. >>So I think that in general, you know the future off the public sector and healthcare space will never go backwards. And the acceleration that we've seen occur over 2020. You're gonna see that accelerate as we move forward. And I think the co innovation between Amazon and B M, where which are both innovative companies coming together to support those markets, I think we have more opportunity ahead of us then behind us. And I think when you look at just the great job Amazon has done in general, I was super excited to see Theresa pick up the health care sector. So we have a whole new space to work together on this year and really lots of exciting, innovative offerings to support both patient care and pharmaceuticals, life science and our payer community across the health care sector, as well as some of the work we've already been doing in the public sector. But given the dynamics in the future outlook of the industry, there's gonna require lots of innovation and different kinds of things to really partner together technically and, you know, aligning our go to market around primarily the customer needs. So I think what's very unique about our partnership in the public and healthcare space is we focus first on the customer needs and the mission of those customers and what they need to achieve. And both companies come to the table with, you know, incredible innovation around solutions to support that market. >>It's a great, great partnership, I gotta say, from a technology standpoint, after Raghu VM Ware when they did this, he's like It's a much deeper It's a real deal is not just the Barney deal is everyone kind of knows the old school, uh, phrases saying It's not really a deal. You guys have really integrated in the field on the customer activities. Strong final question for you You don't mind, um, here it reinvent. You know, people are remote. There's gonna be three weeks, a lot of live coverage. Cube Game day will be doing a lot of support and coverage. But for the audience watching this, what would you say is the most important story people should think about or, um, look at harder. I'm when it comes to cloud collision of public sector and what's gonna happen post pandemic because there's gonna be a new reality. There's gonna be growth strategies that will be in play. Some projects will be doubled down on some may not continue. What's your What's your advice to folks watching? What should they pay attention to this reinvent. >>So I think the number one thing is to really embrace the change going around you. And, you know, I think Amazon will be on the forefront of leading a lot of great innovation in that area. And it's really trying to be open minded about how you take advantage of the things that are coming out and be able to apply that into your infrastructure. So if you look across our customer base, you know there's lots of changes you mentioned. I don't think we'll ever go backwards. And those that will be able to move forward quicker are going to be the ones that embrace the change and really lead and drive that innovation within their organization in reinventing themselves through the kind of technology that a company like Amazon and beyond, where bring to the table >>great insight. Lynn And also there's a lot of great problems to solve and societal benefits a lot of need and you guys doing great work. Thanks for your leadership. And, uh, great conversation. Thank you. >>Thanks very much. >>Okay. Lynn Martin, head of vice president of Global public Sector Uh, government education Healthcare. Lynn Martin, the leader of VM Ware's public sector here in the Cube. I'm John Ferrier. Thanks for watching.

>> Live from Washington, D.C., it's theCube. Covering AWS Public Sector Summit 2018. Brought to you by Amazon Web Services and its ecosystem partners. >> Welcome back to the nation's capital everybody. You're watching theCube, the leader in live tech coverage. My name is Dave Vellante, I'm here with Stuart Miniman, and we're covering, this is day one of the AWS Public Sector Summit, #AWSPSSummit, got that right, right, Stu? >> You did, Dave. >> Lynn Martin is here. She's the Vice President and General Manager of Government, Education, and Healthcare at VMware. We got news. Lynn, welcome to theCube. >> Thanks for having me. >> It's our pleasure. So let's start, before we get into the news, let's start with VMware and Public Sector. You were kind of explaining to us off-camera. Talk about VMware and its role in Public Sector. >> So VMware has been ingrained in the government agencies and the education across state, local, and federal government for the beginning of VMware. There's billions of dollars of investments across all the different parts of Public Sector. So we have a trusted partnership, 90% share of wallet across those agencies, and the different entities across state and local government as well. And today, I'll pivot a little bit towards the announcement, today's announcement. We were partnered with AWS around the VMC on AWS GovCloud. Today, we offer VMC on AWS. That is a commercial offering that supports all of our customers that do not require the same levels of security that the federal government and some of our state and local customers require. >> Lynn, I'm just wondering. We're intimately familiar with VMC. John Furrier was at the announcement with AWS, and VMware went and announced. But for our audience that's not, maybe just the short summary as to what that solution is. >> Sure. So VMware Cloud, that's VMC, on AWS, allows you to leverage the VMware suite of product sets that are already being used in running your data centers today. And then be able to move your workload into the public cloud. So we call it hybrid cloud technology, utilizing the tools of the software-defined data center that are already running in those customer environments, and give you the flexibility and agility to move workloads in and out as you need for your business demands at a high level. >> We were just speaking to the former CTO of the CIA, and he took us back to sort of the initial impetus for the CIA moving to cloud. And he gave four things, velocity, efficiency, drive innovation, and security. If I think about the early days of VMware and the impact that it had on the data center, I could have listed those same four things. It's now we're just taking it up another level. >> Right. >> In terms of everything is higher velocity, the drive for efficiency is even greater. Innovations like we've never seen before, and security is more important than ever before. So you go that dialed up, but you also now have, to your point, the hybrid factor. Used to be all on prem, now we got this morphing into public and private. So I wonder if you could talk about sort of those four pillars. They're similar issues for IT people today as it was yesterday. >> I don't think they've changed, to be honest with you. >> That's what you're hearing from customers, right? >> So I would say, part of the desire to move forward with the VMC on AWS GovCloud is what we've heard from customers. So the solution will provide that flexibility even at another level than public cloud, because today, as most people know, when you go to move your applications, CIA's a great one, they started that endeavor I think three years ago plus? Maybe four, it's coming on? Three to four? To get those workloads moved is heavy lifting. So with the flexibility of the VMC on AWS, and I think that's what's interesting in the partnership between Andy and Pat around this, is really being able to take that software layer and being able to move much faster. So a great example would be MIT had built an on prem solution with VMware. Just recently we moved them to VMC on AWS. Those workloads got moved in days. The first time it took months and months and months and a year before we could move all 900 workloads. Literally that was done in less than two weeks and it could go back and forth. So the flexibility for new things when they come up, and then when you wrap that around with the security layers, I think that's what really creates a unique value proposition. So I think public cloud's here. I think you're going to see in the future over the next three to five years more and more different cloud providers, and hybrid cloud technology with that layer that allows you to figure out where you want to go, when you want to go, unique situations, if you think about the government, omissions that come up. That gives you a flexibility to move at a speed that doesn't exist in the marketplace today. >> Yeah, Lynn, I remember last year at VMworld I talked to a customer, and there was a group inside the company that was like we need to do more cloud, we need to move faster. But from an administrative standpoint, it's like, ugh, I need need to retrain, I need to do things, the talent, and they're like, when I told them it's a full VMware stack, they were like, they actually opened up and they were able to move forward, and that was step one in making changes as to how they were building their applications. >> That was, Teresa's keynote today had a slide on the people piece. And I think one of the biggest benefits today is that your talent is already trained on the VMware tools. So you're not really getting through that mindset of doing everything different and retraining and trying to figure out how to get the expertise in. Those same computer operators that run the Vmware environment can now run your cloud environment. >> That's a really important point. I remember when Hadoop first kind of hit the scene. Everybody wanted SQL, because they didn't have to re-skill. >> Exactly. >> And that was a game-changer. And this is part of the, I want to bring in the Modernizing Government Technology Act. So to the extent that you don't have to completely re-skill, you're going to be able to-- >> Modernize. >> Modernize faster, right? >> Right. So I think today, the differentiator from the beginning of VMware was, we still had to teach a lot of the workforce how to use the VMware tools. Now, everybody was behind. If you worked at an HP or Dell or IBM, anyone selling hardware for server consolidation, they learned quickly how to spin up a VM and then move. Today, those organizations have invested in other software-defined data center tools, whether it be our networking tools, our storage tools, and then you got the compute layer, and you can abstract that up and then have a management feature that allows you to make your hybrid cloud decisions, and look at price points across the market as well. With the same people that know how to work that environment and manage it. And I think part of the issue is when you look at server virtualization in the early days, I happened to work at another company back then, the challenge we ran into was the change-management processes at the government sites, and it took years to transform the workforce into that type of an environment. >> So an example would be maybe security, or backup, would be, I would think, would be-- >> Easy, DR. >> Yeah, DR, data protection. >> Or new missions for things, or the postal service for the Christmas mailing system instead of spending millions of dollars in spin-up infrastructure, you spin out to the cloud, then in January you come back in to your own prem database. >> Okay, but I wonder if you could help explain a little bit, what goes into getting VMC on GovCloud? We heard from Teresa there are certain things that was like, oh, Aurora's on there, it's like, oh, we've been talking about Aurora for a while, so why isn't it ready day one? What's the process to get through it? And can you give us a little visibility as to when this will launch? >> So what we announced today was our intent to enter into the FedRAMP process jointly. So the engineering teams both are working right now on the solutioning. The differentiator is we already have the VMC on AWS, as you guys know, and it's available in quite a few places, and more are spinning up and being announced, of the AWS locations. It's taking that through the security accreditation processes that the government has. And we will be pursuing FedRAMP High, as well as DoD impact levels. So we are going for the highest levels of security, 'cause then you can do everything else after that. >> Okay, but it's not a days or weeks kind of initiative. This is a months plus kind of thing. >> Months, but once you enter into the FedRAMP process which we're looking towards fall of this year, once you enter in, you actually can start going after procurements in there, because you're in process, so through that. >> I mean, that's early, you just announced it. But maybe you talked to a few customers beforehand. What's the reaction been, what's the feedback? >> So we have a list of customers that are fighting to be our sponsor. We have more customers wanting to sponsor it than we can have. >> So you do you then-- >> And I would say the driver from the market really to push this with VMware was customers. >> Yeah. >> Customers were like, VMC on AWS is great, but these customers here that we're talking to at Public they're all like, we need it on AWS GovCloud. >> It's interesting how things have changed so quickly. It was like VMware and AWS were kind of adversaries. It was a lot of fear that oh, the public cloud is going to kill, and then all of a sudden, these two companies come together, and you see this huge momentum. >> Well and I think that it's a unique value proposition that isn't offered in the marketplace combined. So all the cloud proprietors that are there today, I think they still are struggling with how you, you know, you can move workloads, but then there's going to be some you just can't get off of the VMware platform. I could go count by count, and there's some they're keeping in house. This allows you to afford the flexibility of the cloud environment, utilizing what you have there on prem. >> Well, and you're share of wallet. >> True hybrid. >> But your share of wallet makes it different as well, because you have such a huge footprint. Other cloud companies have relationships, or other companies have relationships with cloud companies, but VMware is the standard. >> For virtualization. >> Right? So that's kind of, you know, those customers talking, and Jessie always says, we're customer driven, we're not competitive driven. I mean, I think the culture-- >> I think for us as well, I'm sure you guys have talked to Pat. So even with us, I think we realize, that's a good marriage for us too, and our customers. It solves a problem that no one else has solved. That's very unique. >> Has the Dell acquisition, what has that changed, if anything, or expanded, or, culturally? I know VMware's largely sort of its own separate entity, but still, you know, Michael's around, he's very-- >> I just spent last week here at a bunch of customer meetings with Dell on executive calls with their worldwide sales leader. So I would say that the culture between Dell, legacy Dell, and VMware are very similar. EMC a little different, but the culture between those two are very, very similar. I think the good news is, and I give Michael Dell a lot of credit for this with the Dell Technologies, which is a collection of all the companies underneath that, VMware, Pivotal, Secureworks, RSA, Dell EMC, et cetera. He really has tried to put together a business model that customers get the benefit of that. So when VMware was owned by EMC, we kind of said, oh yeah, you can get EMC VMware together, but then customers had to write two contracts, customers had to deal with two different, here, Michael's allowed, in Creative Frameworks, to allow customers to get the benefits of Dell technology when they want to. They don't have to. VMware still is this independent company and we work with all the different companies. But he's created an environment that really is conducive for the teaming for customers' best interests. >> So, Lynn, what should we be watching, you know, near-term, mid-term, long-term, in terms of just, adoption, in federal, maybe partnerships, ecosystem growth? >> So I think you'll see what we're already beginning to see across the marketplace with non-GovCloud adoption, and I would say that the Public Sector team is actually driving a faster rate of adoption than other parts of our business already. >> Really, okay. >> Very interesting to see what's going on in all our joint planning meetings with Amazon and VMware, and looking at the adoption we're seeing from the government as well as state and local and education. And then I think you'll see the ecosystem. Terese and I have worked through who's the right ecosystem. What does that look like? Who are yours, what are ours? You know that's been a big emphasis for AWS. So it's very complementary. We've got distribution set up to be able to enable us across this market. Because that's important for the markets and because of they they procure, we have to do everything uniquely for them. So I think there's going to be a lot of exciting stuff, and then as soon as we can get in process, with a lot of activity in the market to respond to. >> But you also, you touched on it, but you do healthcare and education as well. >> I do. >> Very quickly, what are the sort of similarities and differences there relative to-- >> I see a lot of similarity between all three verticals. They're all unique in their own way. But because they're unique, there's benefits of it being together for VMware. So a great example would be, our commercial healthcare business may not have FedRAMP, but they have special certifications for patient records and things that require engineering to build special products a certain way to support our healthcare market. So you can take the same processes and things that we put together and applied for federal and state and local, and then apply it to the healthcare market. The other piece I would say is some of the things we're doing first, and I would compliment AWS on this, is they really did a good job of standing up the government business, and it provided benefit to the rest of their business as a result of that emphasis in government. I think the same thing applies across VMware as we start to look at the verticals that have special needs, and then because you can handle different kinds of security requirements and things that are unique, it's easier to scale that back towards the other business, as a benefit. Like financials, think about it. If it's good enough for certain customers, CIA and things like that, it's good enough for them, right? Or patient care records. Things like that. So there's actually application of all that to the other pieces, and then there's this 20% that fed's different because they're fed. SLED's different 'cause they're SLED. And then healthcare's different 'cause it's healthcare. So we see a lot of great synergy. That's relatively new. Last year we merged the healthcare team into the new organization. >> Kind of like our kids do. >> Yeah, that's right. >> Well Lynn thanks so much for coming to theCube, it was great having you. >> I enjoyed it, thanks so much. >> All right, keep it right there buddy, we'll be back with our next guest. Dave Vellante for Stu Miniman, John Furrier's here as well. You're watching theCube from AWS Public Sector Summit, and we'll be right back. (techno music)